Managing Director & Senior Partner, Global Sector Leader, Technology
San Francisco - Bay Area
Innovation isn’t limited to releasing new products. Companies must continuously reinvent how they compete—and embrace their outsize role in society. We guide the way.
No industry creates more value in today’s economy than the technology industry. Its innovations fuel the digital world. But tech is also one of the most volatile industries, experiencing constant disruption that challenges even the strongest organizations. Incumbency is often a liability. And with its outsized impact, the tech industry is subject to increased scrutiny—which means leaders are in a state of always-on transformation, and must constantly examine how they contribute to society.
At BCG, we help tech leaders go further and faster, and we also help companies rediscover and activate their purpose. Companies that link performance and purpose turn vision into value—for the world and themselves.
Major shifts in the IT services business—in delivery models, technology, and customer needs—mean that providers need to fast-track transformation. We work with the sector’s full spectrum of players on growth acceleration, design automation for digital and vertical offerings, people strategies and organization design, M&A support (including post-merger integration), and end-to-end margin improvement.
Chip makers contend with some of the biggest challenges facing the technology industry. Trade regulations are ever changing; scaling and cost reductions based on Moore’s Law are increasingly difficult. Our technology industry consultants work with companies across the semiconductor value chain, helping them identify—and seize—opportunities in areas such as the Internet of Things, artificial intelligence, and robotics. Through proprietary approaches to product innovation and engineering, we help companies develop the right products more efficiently, boosting the return on their R&D investment.
Some of the biggest names in software have transformed from on-premises licensing to cloud-based offerings, and with great success. But winning with software as a service (SaaS) requires a host of new practices and proficiencies. We help enterprise application companies develop the right cloud strategy, build ecosystems, and define product packaging, pricing, and go-to-market models. We work with technology industry clients to generate—and leverage—customer insight, so they can create compelling experiences and accelerate growth.
The modernization of technology infrastructure is driving adoption of cloud solutions, demand for an infinite variety of software-defined offerings, and concerns about cybersecurity. We help infrastructure vendors—whether their focus is software, hardware, or services—reduce complexity in their processes and organizations, optimize pricing and monetization, achieve engineering excellence, and execute M&A.
In a hypercompetitive device market, companies capture value through customer-centric innovation and functional excellence. We help legacy players and new entrants develop marketing efficiency, streamline distribution models, and optimize lineup, pricing, branding, and go-to-market strategies. We help them understand and seize growth opportunities in such areas as IoT, and create more responsive and efficient operating models.
From startups seeking to extend their reach to internet giants looking to rekindle innovation, this subsector has diverse members with diverse needs. But all have to navigate complex situations. We help companies understand and explore new ideas, markets, and business models while tackling larger issues such as privacy, security, and regulation.
Our technology industry consulting experts help companies go further, faster, by transforming operating models, ways of working, and such core functions as pricing, sales, and product innovation and engineering. We draw upon a global network of thought leaders, as well as digital businesses such as BCG GAMMA and BCG Platinion. Here are some examples of our impact:
Digital Sales. A major North American SaaS business increased digital lead volume by 50%, reduced sales-time-to-action from seven days to less than 15 minutes, and boosted its conversion rate by a factor of ten after our technology industry consultants built a new inside sales organization.
Product Innovation and Engineering. Our team rebalanced 25% of a technology company’s R&D spending and established a $40 million fund to turbocharge innovation, spark better product-customer fit, and improve return on R&D investments.
Companies that unleash the power of purpose—the “why” driving what they do—can achieve tremendous social impact. They can transform productivity and profitability, too. Our technology experts, along with our global creative consultancy, BrightHouse, help companies activate their purpose and embed it throughout their organizations.
Tech companies are shifting to a purpose-led vision—thinking not about shareholders alone but about all the stakeholders they serve.
Many tech companies are reaching middle age and need to reinvent and transform themselves to stay relevant. They also need to broaden their core purpose to address their role and influence in society and their effect on the environment.
Amid rising discontent, Purpose 2.0 can help tech companies rediscover their footing, regain public confidence, and reinvigorate their performance.
BCG’s recent survey of nearly 700 IT buyers across industries found that the dynamics of demand are evolving. Vendors must ensure that their sales tactics are suited to the new environment.
By shining a light into the black box of R&D spending, companies can spur innovation.